Many people write about salespeople as if it was still 1978 when salespeople were more likely to use a high-pressure approach and when it was customary to straight pitch their prospective client. Most of what they write sets up a straw man that suggests that salespeople ...
One of the most frequent questions about prospecting is some variation of, “How do I get my prospective client to respond to ...
In The Only Sales Guide You’ll Ever Need, I started with a list of character traits I called Mindset because I believe that ...
If you pay attention to people that don’t yet have what they want, you will find different varieties of beliefs or mindsets. ...
Everyone has been under a great deal of pressure throughout 2020, but some seem to be fraying around their seams. Two weeks ...
This isn’t a post to suggest you should never discount or give your client some concession when you negotiate. To do so ...
Recently, someone shared with me a B2B sales training tool that directed the salesperson to spend the first ten minutes of a ...
Selling is a series of conversations and commitments. The more effective you are at having the necessary conversations and ...
There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to ...
Before it is possible to list some of the best sales meeting topics, you must first determine the outcome of a sales ...
In the last few weeks, I have been confronted with two posts on LinkedIn, both suggesting that there is no value in reading ...
One of the primary differences between those who are successful and those who struggle to create the results they profess to ...
Some circumstances can cause a client that previously treated you as a strategic partner because of the value you created ...
You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that ...
One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are ...
By now, you know that you need to have real and valuable insights to share with your client as a way to create value for ...
The question in my inbox was in response to a post titled, “Relationship Selling and the Value of Intimacy.” I wrote that ...
The number of people who wish to remove the relationship from sales doesn’t ever seem to decline. I attribute most of it to ...
Well, it may be the devil, and it may be the Lord, but you’re going to have to serve somebody. – Bob Dylan from Gotta Serve ...
My first book, The Only Sales Guide You’ll Ever Need, is really a competency model for success in B2B sales. The book ...
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, ...
